商务英语谈判对话 02-09.doc

商务英语谈判对话 02-09音频下载[点击右键另存为]Chapter9Preparing for the Negotiation Session 准备谈判DialogThe dialog below shows a negotiation stalled on price,neither side will compromise.This is the perfect time to play a bargaining chip.Mel represents an electronic control panel manufacturer. Bill works for a stereo maker that manufactures most of its own parts. They want to buy a large quality of Mel’s control panels.Because new design is superior to what Bill’s company is currently making,retooling will take a lot of time.MelI’m sorry,Bill,butI can’t help you.US6.37 per unit delieverd to your factory in Taiwan is the best I can do.I’m only willing to let them go this cheap because you’re buying so many of them. My normal price is US6.45 plus shipping. I’m offering you a heck of discount.BillI understand that,Mel. It’s a good price,but we have to remain competitive.We’re already one of the most expensive units on the market.The only reason we get that much is because of our reputaition for quality.And, the only reason we’re thinking about buying your control panels,instead of making them,is your reputation for qulity.MelBill, qulality costs money.BillWe understand that. But,at that unit cost, we would have to significantly increase our consumer price.And that would definitely cost us a piece of our market share.This is something we want to avoid.MelI understand completely,but if I drop the price ever 2 cents, I’ll be swimming in red ink.BillThis could be a deal breaker.My instructions from the boss are very clear,I can’t go over US6.30.I hate to see this deal fall apart for a lousy seven cents.MelMe too, but my hands are tired. A seven-cent loss times two hundred and fifty thousand units is more than I can afford.That works out to around twenty grand if you factor in the operating losses.BillStop the presses,Mel.There’s more than one way to skin a cat, and I might just have an idea.MelWell,let’s hear it.I’m all ears.BillMy production people mentioned a few modifications you could make that would be a negligible cost to you but would save us a production step.MelI don’t know,Bill. We usually charge at least set up fees to deviate from the standard production model.BillI know.That’s why I didn’t mention them before.I realized pretty quick that money was a problem and we can’t afford your usual set up fees.But,if you’re willing to work with me,we may be able to pull the fat out of the fire.MelI’m still listening.BillWhat if we ship the panel housing to you and instead of you placing each unit in the shipping box,you perpanently crimp the units into place on the housing and ship if back to us ready to install.MelI don’t know.BillLook,the crimping process isn’t even an extra step.You could do it at the same time you crimp the back and front plates together. Then,you save the expense of loading each unit into an individual packing box.Just lay a couple of slotted styrofoam bars in the bottom of the crate to keep the units seperated in shipping and you save the cost of the packing box.MelWe could do that, but the cost of a packing box is only 2.5 cents.We would still be losing money.BillWhat about the savings on packing,both labor and materials That’s got to be worth seven cents a unit.MelActually, it’s more like three or four.BillHa,ha,haOkay,Mel,I’ll tell you what I’m going to do.If you agree to do everything I covered so far, plus mount the knobs on the units instead of sending them in seperate box for us to mount,I’ll up our offer four cents to US6.34.But this is only because I want to put this deal and myself to bed as soon as possible.MelOkay,I’m tired too. Let’s shake on 6.34 and I’ll buy the drinks. We’ll work out the details tomorrow.BillLet’s go.Vocabulary 重要词汇copetitive 有竞争力的component 零件 bargaining chip 议价筹码panel 仪器板superior 胜过于consumer 消费者swim in red ink 被赤字淹没,亏钱go over 超过lousy 差劲的skin a cat 解决问题modification 变更negligible 微不足道的deviate 脱离permanently 持久地crimp 使卷起slotted 钻凿的crate 板条箱knob 旋钮